Candym Enterprises: Falling Sales in Territory #61
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Candym Enterprises is a wholesaler specializing in producing, importing and exporting giftware, and selling these items through independent sales representatives. The president and founder has discovered that performance in one territory is falling. A major trade-show is approaching, and changes need to be made in the territory quickly. The president feels he has several options, including replacing an independent sales rep with a company sales rep, which would be a new strategy for the company. Learning objectives include understanding the pros and cons of salary-based relationship building, the importance of excellent customer relationship management, and recognizing that using distributors/independent sales reps has some risk.
- Category: Marketing & Sales
- Published: 20 September 2004
- Publisher: Richard Ivey School of Business Foundation
- Seller: Richard Ivey Sch of Business Foundation
- Print Length: 9 Pages
- Language: English